Customer Evaluation of Proposals

Bill Carmody explains that evaluating proposals is a process of elimination rather than selection. Clients aim to rule out unsuitable proposals by checking if they meet specific needs, timelines, and budgets. To avoid elimination, proposals should clearly address the client's requirements and assumptions. Understanding the client's perspective and doing thorough research are crucial for staying in the running for selection.

How can understanding the client's assumptions impact the proposal submission?

What steps can be taken to ensure a proposal is not eliminated right from the start?